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The Cost of Turnover
Orientation
Motivation
Coaching and Mentoring
Training
Goal Setting
Performance Assessment
Resignation and Termination
More Resources: Retaining Top Personnel
Code of Ethics: Retaining Top Personnel | | COACHING AND MENTORING
Successful coaching combines motivation and training to help salespeople cope with and learn from real-life experiences.
The 5-Step Coaching Plan
1. Prepare your game plan. Decide what area should be the focus of the coaching session and plan out in advance the main points you will cover.
2. Demonstrate the technique—for example, personal marketing techniques—to the salesperson.
3. Watch the salesperson perform the same technique in a real-life situation.
4. Discuss the positives and the areas where the technique could be improved.
5. Repeat the exercise, introducing new, more difficult elements as the salesperson improves.
Adapted from “All New Agents Require a Sound Game Plan, Plus a Performance Coach,” Carla Cross, The Real Estate Professional, Wellesley Publications, May/June 1997
TIP: To help ensure better communication during coaching, try to adapt your word choices and body language to more closely fit the associate as a way to improve comprehension. —Real Estate Office Management, 3rd edition, Real Estate Brokerage Managers Council, 1996
TIP: Don’t limit your coaching activities to salespeople; the same process is valuable in teaching support staff techniques such as responding to phone inquiries.
Coaching Tips From a Pro > | |
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